Negotiating Performance

In Negotiating Performance, major scholars and practitioners of the theatrical arts consider the diversity of Latin American and U. S. Latino performance: indigenous theater, performance art, living installations, carnival, public demonstrations, and gender acts such as transvestism. By redefining performance to include such events as Mayan and AIDS theater, the Mothers of the Plaza de Mayo, and Argentinean drag culture, this energetic volume discusses the dynamics of Latino/a identity politics and the sometimes discordant intersection of gender, sexuality, and nationalisms. The Latin/o America examined here stretches from Patagonia to New York City, bridging the political and geographical divides between U.S. Latinos and Latin Americans. Moving from Nuyorican casitas in the South Bronx, to subversive street performances in Buenos Aires, to border art from San Diego/Tijuana, this volume negotiates the borders that bring Americans together and keep them apart, while at the same time debating the use of the contested term "Latino/a." In the emerging dialogue, contributors reenvision an inclusive "América," a Latin/o America that does not pit nationality against ethnicity--in other words, a shared space, and a home to all Latin/o Americans. Negotiating Performance opens up the field of Latin/o American theater and performance criticism by looking at performance work by Mayans, women, gays, lesbians, and other marginalized groups. In so doing, this volume will interest a wide audience of students and scholars in feminist and gender studies, theater and performance studies, and Latin American and Latino cultural studies. Contributors. Judith Bettelheim, Sue-Ellen Case, Juan Flores, Jean Franco, Donald H. Frischmann, Guillermo Gómez-Peña, Jorge Huerta, Tiffany Ana López, Jacqueline Lazú, María Teresa Marrero, Cherríe Moraga, Kirsten F. Nigro, Patrick O'Connor, Jorge Salessi, Alberto Sandoval, Cynthia Steele, Diana Taylor, Juan Villegas, Marguerite Waller

Understand the context of negotiations to achieve better results Negotiation has always been at the heart of solving problems at work. Yet today, when people in organizations are asked to do more with less, be responsive 24/7, and manage in rapidly changing environments, negotiation is more essential than ever. What has been missed in much of the literature of the past 30 years is that negotiations in organizations always take place within a context—of organizational culture, of prior negotiations, of power relationships—that dictates which issues are negotiable and by whom. When we negotiate for new opportunities or increased flexibility, we never do it in a vacuum. We challenge the status quo and we build out the path for others to negotiate those issues after us. In this way, negotiating for ourselves at work can create small wins that can grow into something bigger, for ourselves and our organizations. Seen in this way, negotiation becomes a tool for addressing ineffective practices and outdated assumptions, and for creating change. Negotiating at Work offers practical advice for managing your own workplace negotiations: how to get opportunities, promotions, flexibility, buy-in, support, and credit for your work. It does so within the context of organizational dynamics, recognizing that to negotiate with someone who has more power adds a level of complexity. The is true when we negotiate with our superiors, and also true for individuals currently under represented in senior leadership roles, whose managers may not recognize certain issues as barriers or obstacles. Negotiating at Work is rooted in real-life cases of professionals from a wide range of industries and organizations, both national and international. Strategies to get the other person to the table and engage in creative problem solving, even when they are reluctant to do so Tips on how to recognize opportunities to negotiate, bolster your confidence prior to the negotiation, turn 'asks' into a negotiation, and advance negotiations that get "stuck" A rich examination of research on negotiation, conflict management, and gender By using these strategies, you can negotiate successfully for your job and your career; in a larger field, you can also alter organizational practices and policies that impact others.

Collective bargaining and workers’ voice are often discussed in the past rather than in the future tense, but can they play a role in the context of a rapidly changing world of work? This report provides a comprehensive assessment of the functioning of collective bargaining systems and workers’ voice arrangements across OECD countries, and new insights on their effect on labour market performance today.

Although negotiations are an ever-present part of our everyday lives, many of us know little as to why we sometimes get our way, while on other occasions we walk away feeling frustrated that we did not reach the desired agreement or we may have left too much value on the table. Knowing how to gain the upper hand to get what is necessary from a negotiation is particularly important when the stakes are high, especially in a situation where a negotiator feels the options and choices are limited yet something must be achieved. A negotiation can cause a lot of stress, making the stakes even higher and the negotiation dynamics more difficult to manage. New communication technologies play an increasingly important role in day-to-day negotiations. It is important to be aware of these situations in order to know what works (and what does not work) and how to maximize the outcome in such negotiation situations. The contributions in this book - as well as the exclusive interview with Chris Voss, an international business negotiator - capture the key concepts and the most important learning points on how to gain the upper hand in high stake negotiations. The book deals in a concise way with proven tools, such as recognizing escalation mechanisms and the techniques on how to de-escalate or deal with emotions. Readers will gain access to crucial insights from professionals, like the FBI or US army negotiators, who are experienced in negotiating under extreme pressure in situations where lives are literally on the line. The book covers newer developments, such as involving a deal facilitator and conducting e-negotiations. The book also includes an example of role-playing a negotiation in a conflict situation, where the stakes are high and a lot of emotions are present on both sides of the table.

Introduction : Pressure in the therapeutic relationship -- The Science of performance under pressure -- The Science of the therapist under pressure -- From emotion to rupture -- From emotion to repair -- The Way to Therapist Training -- The Way to therapist Self-care -- Conclusion : In the pressure cooker.

We all negotiate on a daily basis. We negotiate with our spouses, children, parents, and friends. We negotiate when we rent an apartment, buy a car, purchase a house, and apply for a job. Your ability to negotiate might even be the most important factor in your career advancement. Negotiation is also the key to business success. No organization can survive without contracts that produce profits. At a strategic level, businesses are concerned with value creation and achieving competitive advantage. But the success of high-level business strategies depends on contracts made with suppliers, customers, and other stakeholders. Contracting capability—the ability to negotiate and perform successful contracts—is the most important function in any organization. This book is designed to help you achieve success in your personal negotiations and in your business transactions. The book is unique in two ways. First, the book not only covers negotiation concepts, but also provides practical actions you can take in future negotiations. This includes a Negotiation Planning Checklist and a completed example of the checklist for your use in future negotiations. The book also includes (1) a tool you can use to assess your negotiation style; (2) examples of “decision trees,” which are useful in calculating your alternatives if your negotiation is unsuccessful; (3) a three-part strategy for increasing your power during negotiations; (4) a practical plan for analyzing your negotiations based on your reservation price, stretch goal, most-likely target, and zone of potential agreement; (5) clear guidelines on ethical standards that apply to negotiations; (6) factors to consider when deciding whether you should negotiate through an agent; (7) psychological tools you can use in negotiations—and traps to avoid when the other side uses them; (8) key elements of contract law that arise during negotiations; and (9) a checklist of factors to use when you evaluate your performance as a negotiator. Second, the book is unique in its holistic approach to the negotiation process. Other books often focus narrowly either on negotiation or on contract law. Furthermore, the books on negotiation tend to focus on what happens at the bargaining table without addressing the performance of an agreement. These books make the mistaken assumption that success is determined by evaluating the negotiation rather than evaluating performance of the agreement. Similarly, the books on contract law tend to focus on the legal requirements for a contract to be valid, thus giving short shrift to the negotiation process that precedes the contract and to the performance that follows. In the real world, the contracting process is not divided into independent phases. What happens during a negotiation has a profound impact on the contract and on the performance that follows. The contract’s legal content should reflect the realities of what happened at the bargaining table and the performance that is to follow. This book, in contrast to others, covers the entire negotiation process in chronological order beginning with your decision to negotiate and continuing through the evaluation of your performance as a negotiator. A business executive in one of the negotiation seminars the author teaches as a University of Michigan professor summarized negotiation as follows: “Life is negotiation!” No one ever stated it better. As a mother with young children and as a company leader, the executive realized that negotiations are pervasive in our personal and business lives. With its emphasis on practical action, and with its chronological, holistic approach, this book provides a roadmap you can use when navigating through your life as a negotiator.

This resource serves to educate lawyers and business professionals on how to draft the many types of "boilerplate" provisions, a legal term that refers to the standardized, one-size-fits-all provisions of a contract. Each chapter tackles one of 20 provisions and analyzes why it is important, the key legal and business issues raised, and how to draft the provision to suit a particular transaction. Such analysis not only helps readers better understand how to draft these provisions in their contracts, but also helps them better understand the other party's process.

Construction is a complex business. Each project has its own unique physical and commercial considerations. Since there’s no such thing as a “standard” or “typical” construction project, construction contracts should also not be considered standard. The contractor must carefully manage both in order to have a successful outcome and protect the company’s interests and assets. This book will help you manage all these elements of the contract: Scope of work and schedule Terms of payment and cash flow Assurances of performance Insurance, bonding, indemnity, and warranties Changes to the contract Disputes and their resolution Damages Termination and suspension Force majeure International contracting